the power of the question
Download
Skip this Video
Download Presentation
The Power of the Question

Loading in 2 Seconds...

play fullscreen
1 / 22

The Power of the Question - PowerPoint PPT Presentation


  • 44 Views
  • Uploaded on

The Power of the Question. A Consultative Approach to Sales that Builds Relationships and Earns Business . John Prescott. John Prescott. Asheville, NC KW MAPS Coach BOLD Coach. Please complete an evaluation form found in the back of your program guide. The Power of the Question.

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about ' The Power of the Question' - nalani


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
the power of the question

The Power of the Question

A Consultative Approach to Sales that Builds Relationships and Earns Business

John Prescott

john prescott
John Prescott
  • Asheville, NC
  • KW MAPS Coach
  • BOLD Coach

The Power of the Question

the power of the question1
The Power of the Question
  • What holds us back?
  • What’s the big deal?
  • Role of mindset/programming
  • Types of questions
  • The lost art of listening
  • Getting clarity
  • Red flags and alarms

The Power of the Question

slide5
What are your biggest challenges with asking great questions?

The Power of the Question

what s the big deal with questions
What’s the Big Deal with Questions?

Great questions:

  • Allow you to maintain control of the conversation.
  • Create the vehicle to gather information.
  • Help in getting clarity.
  • Engage others in the discussion.
  • Naturally force the mind to search for answers.
  • Facilitate self-discovery.
  • Flush out objectives.

The Power of the Question

the role of mindset ours and theirs
The Role of Mindset: Ours and Theirs
  • How does past programming come into play in asking great questions?
  • How can you use experiences to ask great questions?
  • You have to care in order to ask great questions.

The Power of the Question

the role of mindset ours and theirs1
The Role of Mindset: Ours and Theirs

The Power of the Question

closed ended question
Closed-ended Question
  • Yes or no?

The Power of the Question

open ended questions
Open-ended Questions
  • Who?
  • What?
  • Where?
  • When?
  • How?
  • Why?

The Power of the Question

a few words go a long way
A few words go a long way …
  • Use the simple phrases as part of asking great questions.
  • Tell me more about …
  • What does that look like to you …?
  • How does that make you feel …?
  • Has there ever been a time …?
  • What about “x” is important to you …?

The Power of the Question

listening is critical
Listening Is Critical
  • Many times the next question is provided by the answer if one listens closely enough!

The Power of the Question

listening is critical cont
Listening Is Critical (cont.)
  • Three Levels of Listening …
  • Level 1: It’s all about us.
  • Level 2: It is all about them.
  • Level 3: We take in not just the conversation … we take in everything!

The Power of the Question

listening skills master them
Listening Skills—Master Them
  • Articulating …
  • Clarifying …
  • Being curious …
  • Silence …

The Power of the Question

ask and then shhhhhhhh
Ask and then … shhhhhhhh.

Be comfortable with dead air!

getting clarity of the response
Getting Clarity of the Response
  • Repeat the answer back to the respondent.
  • Ask follow-up questions.
  • Understand the difference between fact and speculation.
  • Don’t assume … you know what happens!

The Power of the Question

red flags alarms and whistles
Red Flags, Alarms, and Whistles
  • When you hear the following you need to ask more questions and get more clarity…
  • I think …
  • Maybe I can …
  • I should …
  • Possibly …
  • I hope …

The Power of the Question

tools and tips
Tools and Tips
  • Take notes when asking questions.
  • Acknowledge their responses.
  • Slow down.
  • Don’t sound like an interrogator.
  • When possible, watch their body language.
  • Be present!
thank you
Thank You!

Please complete an evaluation form found in the back of your program guide.

To download a free copy of this presentation, GO TO:

www.familyreunion.kw.com/downloads

ad